Close, but not closed

One of the more common questions I am asked when conducting sales development classes is, “What do I do when a customer commits but doesn’t follow through?” It usually spurs a lengthy discussion about the difference between close and closed.

At commit, your customer, or the Decider, co-owns the outcome with you and that ownership enhances the results. Those results will be much more than someone who only thinks your idea may be good, more than the person who expresses interest in the idea, and more than the follower who may be excited by the idea.

INSIGHTS: Always close with a statement, never a question. When you ask a question at the close you are operating at continue/interested and encouraging your customer to join you there with more questions. Closing for commitment always occurs at absolute confidence, and as a sales leader, you must demonstrate your confidence first.